A Good Joke Can Pay Off

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Job candidates who jokingly requested a ridiculously high salary were offered 9% more than other candidates in a simulation conducted by Todd J. Thorsteinson, of the University of Idaho. Some 206 college students were asked to determine the starting salary of a hypothetical administrative assistant who was well qualified and had previously earned $29,000. They came up with an average of $35,523 for candidates who kiddingly said they’d like to make $100,000, but just $32,463 for the nonjokers. When negotiating pay, Thorsteinson says, mentioning an extreme figure in jest can set a high “anchor” for the final offer while minimizing negative reactions from the employer.

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